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Many Companies still feel that the optimal approach for generating revenue is to have the Account Executive be responsible for managing the data, hunting for prospects, qualifying the prospect, presenting and closing. This outdated concept is not only ineffective but results in an anemic pipeline as well as lower revenues.
When discussing Demand Generation Strategy you should always look at all options before making a decision. That being said too often we try to “outsmart” everyone else and choose a different path as it feels daring and exciting. Sadly this new adventurous path often leads to disaster. A wise man once said, “if it ain’t broke don’t fix it” (T. Bertram Lance).